Are You Missing Sales Leads?

Within hours of getting the official okey-dokey from the surgeon who removed and then reattached the rotator cuff tendon on my right shoulder, I was on the website of the franchise gym, Koko Fit Club. I was ready to rejoin and get my body back now that I had full range of motion. So, I went to their website and filled out the requested information. Immediately after hitting “Submit” I received an email that said, “We will call you shortly!” That’s what they did the first time I joined and I was excited to get started. I was ready to buy!

A day went by.

Then another.

A third day.

Then a fourth.

Since they are right next to a supermarket that I frequent, I decided to drive down, walk in, and find out what the heck was taking so long.

Turns out, they never received my inquiry. I showed the guy behind the counter, Paul, my confirmation email and his face dropped. That’s when I knew I was speaking with the owner. And that’s when he knew he had a problem: There were leads and inquiries coming in that he couldn’t follow up on because he didn’t know a thing about them. They were falling in to a black hole, never to be heard from again.

Rut-row!

Paul straightened out the issue. Turns out leads were stuck in the system since the previous September. That’s four months. Yikes!

The point of all of this is to suggest that you confirm your own online lead-gen process to make sure there isn’t something that YOU are missing. Fill out your “Contact Us” form as if you were a client to make certain it works and that the entire experience is a good one.

You don’t know what you don’t know and you can’t fix a problem that you aren’t aware of. Find out what you might be missing.

Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him at bfarquharson@idealliance.org or (781) 934-7036 to discuss your sales challenges.